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A comprehensive guide to how companies can drive sales growth

Finding growth today can be an enormous challenge for companies in a complex and fast-changing business environment. There are no simple solutions, but in "Sales Growth, " experts from McKinsey & Company provide a practical blue-print for achieving this goal by revealing what world-class sales executives are doing right now to find growth and capture it--as well as how they are creating the capabilities to keep growing in the future.

Broken down into five overarching strategies, this book focuses on the valuable lessons that power growth, including how to get ahead of the competition by taking advantage of trends and turning complex analysis into simple guidelines that sales reps on your front line need to sell better. Page by page, you'll learn how successful sales executives find untapped pockets of growth, act like locals to make the most of emerging markets opportunities, and power growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance.Based on interviews of more than 120 of today's most successful global sales leaders, from a wide array of B2C and B2B organizationsOffers real-life examples of how successful sales leaders overcame the challenges encountered in the quest for growthContains insights on finding growth before your competitors, optimizing sales operations and technology, developing sales talent and capabilities, and much more

Created "by" sales executives "for" sales executives, this book will provide you with the practical guidelines and useful insights to drive sales growth today and in the future.

Homayoun Hatami is a partner in McKinsey & Company's Paris office. He co-leads McKinsey's work on sales growth. Hatami has a broad range of experience working with high-tech and telecommunications clients in Europe, the United States, and Asia.

Jon Vander Ark is a partner in McKinsey & Company's Detroit office. He co-leads McKinsey's work on sales growth. He has deep expertise in sales and channel management across industries including travel, automotive, industrial, and consumer durables.

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Marcin

Review: Sales Growth: Five Proven Strategies from the World's Sales Leaders Recommended to sales leaders as a frame of reference. Otherwise, nothing spectacular.

Paul

Review: Sales Growth: Five Proven Strategies from the World's Sales Leaders Business books are usually bad; Sales books are often even worse. Yet this one is actually alright. Grounded, researched, practical, actionable - worth reading if you are thinking about building or improving your sales organization.

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Marcin

Goodreads

Review: Sales Growth: Five Proven Strategies from the World's Sales Leaders Recommended to sales leaders as a frame of reference. Otherwise, nothing spectacular.

Review: Sales Growth: Five Proven Strategies from the World's Sales Leaders Business books are usually bad; Sales books are often even worse. Yet this one is actually alright. Grounded, researched, practical, actionable - worth reading if you are thinking about building or improving your sales organization.

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